Sam Blonde

“Just this concept of like, you're almost certainly overpaying your worst employee and underpaying your best employee.”

“If you cut the bottom performing whatever percent of the AE team, what that means is you will give the limited number of opportunities that you do have to performers that have a higher conversion rate and actually convert more revenue or more sales with fewer …”

“Brex, we set the expectation from a very early stage that you are Going to outbound and about 50% of our closed revenue was outbound AE.”

“What we found was the first 30 to 60 days was the most critical time period in a customer's sort of existence on the platform. And if certain actions were performed, the lifetime value of the customer, the sort of stickiness of the customer was exponentially g…”

“If you put in successful sales, one downside or potential downside of that is it can mask product market fit related issues that you can be acquiring customers because the salespeople are really good at doing just that.”

“When Zenefits was very young and immature, we had a goal of going from like 500,000 dollars in ARR to ten million in ARR in one year. This was 2014.”

“So many of the best founders at the best companies spend a high percentage of their time customer facing. And that happens on day one and it happens on day 1000.”

“That if you can get someone who you believe can have an incredible impact on the business and has this track record that is Colin like where starts as a BDR just crushes it realizes a bunch of promotions over a number of years. And that person is also extremel…”

“When you hire a senior sales leader, there should be some expectation that that senior sales leader has the ability to source, recruit, and hire people in network that have a low risk of success and high probability of, or low risk of failure, high probability…”

“Toast was a series B company with twenty million in ARR”

“One thing that we did in the early days of Brex was we measured conversion rates based off of whether a potential client received an onsite visit or not. And those that a sales rep went on site and met the customer, they closed it like a three X rate. You know…”

“Where people were people in sales specifically, but I think more broadly within the company were able to make twice as much money and work half as hard.”

“Most folks sort of gravitate to or diagnose the bottleneck to growing faster being the middle or the bottom of the funnel, that they aren't converting deals. And in four out of five instances the real diagnosis is that it's actually the top of the funnel.”

“When we measured conversion rates at Brex by whether or not we visited the customer in person. And I think we had like 15 to 20% conversion rates. There was sort of the norm where we didn't visit a customer. And when we visited a customer, they three X. So the…”

“Just look at your reps calendars. And if they don't have three or four customer facing meetings on their calendar, every single day of the week, you don't need more reps.”

“My experience with these systems is I would describe them as like reactive data repositories where when you buy Salesforce or when you buy Golong or when you buy outreach, it really requires the user to input data and instruct the system what to do. And much o…”

“We could actually predict things like expansion renewals for Brex. It was card spend. So how much revenue a customer would generate? By their, the actions that they took very early on as a customer. And for us, it was like the first 30 days.”

“And then I hired my first VP of sales from Salesforce. He hired 10 people, all of them, except Sam Blonde, who had done a lot with them, became Brex. All of them, all the other nine closed nothing. And with 10 people, that VP of sales closed less than me and J…”

“You can manufacture what I would describe as like a culture of winning or an environment where people are making good money. And what I mean by that is like, you set the quota, you decide what the commission structure is. And if early on, you want to be delibe…”

“I'm also the founder of a startup that's in stealth. That's an end to end revenue platform.”